Mutuality is a potent force in business. And for the channel – it is the dynamic that sits at the heart of everything.
From carrier to network; Managed Service Provider to Value Added Reseller; and all the way to the end user: inter-dependency is everywhere, because when one partner succeeds, others benefit too – a slice of someone else’s very large cake is better than having your own, much smaller one. Right?
So how to maximise your share? Where are the big economies of scale.
Well, for wholesale comms providers, the mobile operators hold the key.
Or, more precisely, the relationship that exists between the two.
Fight each other for market share and risk losing out.
Work (and grow) together and it’s a win, win.
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Paul Smissaert[/caption]
“Operator collaboration is about as important as it gets,” says Paul Smissaert, Managing Director at rapidly-expanding European UCaaS provider, Soluno.
“You can either work strategically with an operator like we do with T-Mobile in the Netherlands, where we help out with the portfolio, onboarding, routing, customer support, billing and pretty much everything else on their behalf, or you can work side by side with the operators like we do in Sweden and have a revenue share where we take care of the pbx bit, and they get increased traffic. That means we grow together.”
It’s a simple yet highly-effective strategy, and one which can have a game-changing effect on every aspect of the financials.
It’s not an all-eggs-in-one-basket play either.
“The more operators we have integrated in the platform, the more operators to choose from for our customers,” adds Smissaert.
